Top 10 Criteria for a Qualified Sales Presentation

Posted by Dave Kurlan on Tue, Aug 16, 2011 @ 22:08 PM

crosswalkMany states have crosswalk laws that require drivers to stop for pedestrians in a crosswalk.  If you are walking and wish to cross the street, you simply wait at a crosswalk on the side of the road, and when the oncoming vehicles stop, you cross.  It's a good law - except when it doesn't work.

The law fails when you are driving, approaching a crosswalk at 30-40 MPH, and a moron simply steps off the curb, begins crossing, and when you aren't able to stop in time, gives you the finger. 

You know the expression, "Give someone a hammer and everything looks like a nail"....Well in this case, paint some lines across a street and some people think it gives them license to start walking - even before a vehicle has yielded the right of way. The intelligent pedestrian qualifies the opportunity to cross by waiting for traffic to stop while the moron crosses simply because the crosswalk is there!

There should be a crosstalk law too.  

Salespeople should not be allowed to present until their prospects have yielded the right of way.  Where intelligent pedestrians qualifiy the opportunity to cross, intelligent salespeople qualify the opportunity to present.

The elite 6% and some of the top 26% do wait until their opportunities are qualified. Unfortunately, most salespeople encounter prospects and see them only as opportunities to present.  The prospect is there so they start presenting and then, when the prospects don't buy, the salespeople give them the finger.  Stupid prospect.  Shithead prospect.  Moron prospect.

The problem is that it's simple to determine whether you have a qualified opportunity to cross the street - vehicles have stopped moving.

It's a bit more complex to determine whether you have a qualified opportunity to present.  The following conditions MUST ALL BE MET:

  1. The prospect needs what you have
  2. The prospect has compelling reasons to buy what you sell and buy it from you
  3. The salesperson has developed SOB Quality (as described in Baseline Selling
  4. The cost of the solution is less than the cost of the problem
  5. The prospect is committed to solving their problem
  6. The prospect is willing to spend more to buy from the salesperson/company
  7. Decision makers have been identified and met
  8. Timeline for the decision has been identified and agreed to
  9. Decision making process and criteria are understood
  10. You can provide an ideal solution for the money discussed
Qualifying an opportunity to present may be a bit more complex than qualifying an opportunity to cross the street but the basic concept is the same.  If you step off the curb and start walking before you wait for the traffic to stop you will have a real good chance of getting flattened.  If you present before you wait for the 10 qualifying criteria to be met you will have a good chance of falling flat on your face.  In either situation, you may not feel very well when - and if - you ever get up again.


Topics: Dave Kurlan, Baseline Selling, sales management, Sales Coaching, sales presentations

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader